Start Date: 5 Oct, 2025
End Date : 9 Oct, 2025
Duration : 5 Days
Overall Description:
By joining this course, you will develop superior sales skill and become familiar with the fundamentals of negotiation and sales to key accounts using commercial strategy and account management. You will also learn a thorough process on how to assess the potential success of the RFP and use it to improve sales performance and grow more business opportunities.
Course Objectives:
- Identify key prospects and persuade them to take action more promptly.
- Enhance the sales process to improve sales performance from current customers and prospects.
- Improve the Return on Investment (ROI) of sales resources such as time, people, and effort.
- Discover through sales negotiation training on how to maintain control of sales negotiations to improve sales closing.
- Anticipate and use different negotiation tactics.
- Use creative advantages to counter competitive offers and justify the pricing.
- Use a rigorous, objective process to evaluate the success potential of RFPs and use it to win more business opportunities.
Course Outline (Content):
The Major Account Defined
- The Proper Classification of Major Accounts.
- The Role of Major Account Salesman and/or Manager.
- Account Entry Strategy and Management of Major Accoun.
Discovering and Qualifying Prospects
- Criteria for Qualifying Prospects.
- Differentiation, Vulnerability, and Competitive Strategy.
Strength of Offer and Ideal Customer Profile
- Sell the Strengths of Your Offerings.
- Define Your Ideal Customer, and Find Prospects that Match the Profile.
- Define the Ideal Project, and Invest Resources to Secure It.
- How to Make Your Customers Need You.
The Effective Sales Process
- Managing the Sales Process More Effectively.
- Improving the Sales Process with Performance Measures and Scores.
- Influencing the Customer’s Choice.
Managing the Sales Funnel
- Effective Sales Time Management.
- Result Oriented Sales Activities.
- Managing Internal and External Relationships.
Managing Accounts Performance
- Setting Sales Goals for Major Accounts.
- Strategic Sales Plans for Major Accounts.
Strategic Selling
- Challenges Associated with Selling.
- Sales Strategy and Tactics.
- Return On Investment of Sales Time, Effort, and Money.
- The Four Elements of a Selling Strategy.
- How Customers Make Decisions.
Winning RFPs and Overcoming Panic Attacks
- Calculating the ROI of an RFP Response.
- Understanding the Cause of Failures of Offers and/or RFPs.
- Analyzing RFPs to Match Customer Needs.
- Best Practices for Winning RFPs.
Strategic Sales Negotiation
- Common Tactics and Countermeasures Used in Sales Negotiation.
- The Importance of Selling First, Negotiating Last.
- Elements of an Offer.
- How to Create Value which Offsets the Need to Make Concessions.
- Critical Mistakes to Avoid in Sales Negotiations.
- Importance of Following through after the Negotiation is Completed.
- The four forces of negotiation.
- Power and Position in Sales Negotiations.
- Key Elements which Lead to Success in Sales Negotiations.
- How to Offer Concessions in Sales Negotiation.
Committing to Action
- Major Account Sales Strategy.
- Action Plan for Maximum Learning.
- Habit Forming and Mastery of Skills.
Who Should Attend?
- Sales professionals, including account managers, sales contract negotiators, sales representatives and sales executives as well as sales managers and directors of sales and marketing who are seeking best practice techniques used in major account selling today.
Course Methodology:
We utilize a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This training course will be conducted as a highly interactive workshop session. A variety of training methodologies will be used Before and during the course whenever applicable. Some of these methods are gamification, online pre-post test, role plays, self-assessment instruments, group exercises & case studies.
